ScanSource is the new kid in the security distribution sandbox
February 3, 2005
GREENVILLE, S.C.- ScanSource Security Distribution marked the beginning of this year settling into its new role as a security product distributor and naming a new executive team to head up the division.
ScanSource Inc., a distributor of specialty technology products, moved into the security front in late 2004 as an independent distributor- promising not to compete with its dealers by selling to end users or private-labeling products. Current manufacturer partners include Altronix, Fargo Electronics, Datacard and JVC.
To lead the division, John Gaillard was named president of ScanSource Security Distribution and Tony Sorretino will serve as vice president of merchandising. According to Gaillard, the division will focus on a business model that separates itself from other distributors in the market.
Ã¢â‚¬Å“We have a centralized distribution model,Ã¢â‚¬Â Gaillard said. Ã¢â‚¬Å“In the industry today, decentralized models with many locales seem very prevalent.Ã¢â‚¬Â
Although based here, the company operates its single distribution center in Memphis, Tenn. Gaillard said although the company fulfills orders from this one location, it doesnÃ¢â‚¬â„¢t hinder its ability to provide products to resellers on a timely basis.
Ã¢â‚¬Å“We are able to provide a premium freight program by 8 p.m. and can ship in the same day,Ã¢â‚¬Â Gaillard said. Ã¢â‚¬Å“We remove the barrier from having a brick and mortar presence.Ã¢â‚¬Â
Another plus to the centralized model, according to Gaillard, is that the company can focus its manpower on its sales and marketing goals- that is working to enhance the name of the company and the manufacturer products that it sells.
Ã¢â‚¬Å“By having a centralized distribution, we have fewer people we need to dedicate to the distribution side,Ã¢â‚¬Â he said. Ã¢â‚¬Å“ It allows for the sales and marketing engine to pay greater attention to driving the brands into the marketplace.Ã¢â‚¬Â
For more on this story, see the March issue of Security Systems News.